7 Common Mistakes a Salesperson Makes When Negotiating!
- Inadequate planning and preparation.
I have a general rule of thumb I use when preparing for a presentation, sales call or meeting. For every minute I will be speaking I prepare for an hour. 30 minute presentation = 30 hours of prep time.
- You do not understand the clients ‘pain’.
This often means you haven’t asked the right questions to uncover the real issues. It is important for the salesperson to get past or go deeper than surface pain.
- Pre-mature presentation.
You love to talk, it’s your greatest strength and weakness all at the same time. Servant selling however means it’s not about you. Don’t be in such a hurry to ‘tell’. David Sandler says selling is 80% listening and only 20% talking.
- No up-front contract.
T – Thank you
T – Time Required
I – Avoid Interruptions
A – Agenda
P – Purpose
(Contact me and would be glad to elaborate on TTIAP.
- Allowing the client to control the process.
Salespeople are often treated as secondary citizens. Sometimes we deserve this and sometimes we deserve this. (lol) However, you don’t have to. Treat yourself with respect, be on time, have a clear future defined for you and your client and share the control. I will talk more about this in part 2.
- Inability to read the client. DISC assessment.
DISC is an acronym for:
- Dominance – relating to control, power and assertiveness
- Influence – relating to social situations and communication
- Steadiness (submission in Marston’s time) – relating to patience, persistence, and thoughtfulness
- Conscientiousness (or caution, compliance in Marston’s time) – relating to structure and organization
Dominance: People who score high in the intensity of the “D” styles factor are very active in dealing with problems and challenges, while low “D” scores are people who want to do more research before committing to a decision. High “D” people are described as demanding, forceful, egocentric, strong willed, driving, determined, ambitious, aggressive, and pioneering. Low D scores describe those who are conservative, low keyed, cooperative, calculating, undemanding, cautious, mild, agreeable, modest and peaceful.
Influence: People with high “I” scores influence others through talking and activity and tend to be emotional. They are described as convincing, magnetic, political, enthusiastic, persuasive, warm, demonstrative, trusting, and optimistic. Those with low “I” scores influence more by data and facts, and not with feelings. They are described as reflective, factual, calculating, skeptical, logical, suspicious, matter of fact, pessimistic, and critical.
Steadiness: People with high “S” styles scores want a steady pace, security, and do not like sudden change. High “S” individuals are calm, relaxed, patient, possessive, predictable, deliberate, stable, consistent, and tend to be unemotional and poker faced. Low “S” intensity scores are those who like change and variety. People with low “S” scores are described as restless, demonstrative, impatient, eager, or even impulsive.
Conscientious: People with high “C” styles adhere to rules, regulations, and structure. They like to do quality work and do it right the first time. High “C” people are careful, cautious, exacting, neat, systematic, diplomatic, accurate, and tactful. Those with low “C” scores challenge the rules and want independence and are described as self-willed, stubborn, opinionated, unsystematic, arbitrary, and unconcerned with details.
see Wikipedia
- Unwillingness to take risk.
No explanation needed here.
- Thoughts or comments always welcomed.
